Why passengers’ geo-demographic characteristics matter to airport marketing

Passengers’ preference and origin location data (home postcodes) can be extremely useful for marketing purposes, with the potential for more effective customer segmentation and targeting, yet traditional airport market research has often neglected these aspects. This paper utilises passenger survey data from the Gold Coast Airport in the state of Queensland, Australia, to perform a geo-demographic classification analysis in conjunction with census data. With geo-coded passenger preference data, the trip characteristics and airport decision preferences were cross-compared with demographic data with socio-economic variables. The results revealed distinctive contrasts in passenger origin location for short-haul domestic trips and long-haul international trips, in which passengers from afar are willing to travel longer distances to reach a second-tier airport to make use of cheaper airfares. One of the implications of this study is that low-cost carriers’ businesses (the airlines or the airports) should better target their customers by offering geographically targeted marketing.     

SALCUSTOR: A Multidimensional Scale for Salespersons’ Customer Orientation and Implications for Customer-Oriented Selling: Empirical Evidence From India

ABSTRACT

Recent studies have highlighted the limitations in the applicability of the selling-versus-customer orientation scale as a measure of a salesperson's customer orientation. Therefore, few scholars call for new research on identifying the underlying dimensions of customer-oriented selling and for developing a new scale. This study provides a new conceptualization of a salesperson's customer orientation and develops and validates a multidimensional scale to measure it. This scale, SALCUSTOR, uses multiple samples of data from salespersons from India. SALCUSTOR assesses the degree to which a salesperson (a) provides relevant and correct information to his/her customers, (b) understands and learns the underlying needs of the customers, and (c) maintains relationships with customers and thinks about their long-term benefits. We establish the reliability, convergent, discriminant, and nomological validity of SALCUSTOR. Managers can use SALCUSTOR to identify specific gaps in the three dimensions of customer-oriented selling behaviors of the salespersons, using appropriate intervention strategies.     

Ex ante or ex post competition policy? A progress report

When intervening in markets, say to block a merger, competition authorities are constrained by the limited information they have about the social desirability of the available alternatives. Compared to ex ante control, ex post control is based on the more accurate information that becomes available in the intervening period, but entails temporary losses to social welfare and reversal costs incurred to unscramble the eggs. Through a toy model, we identify situations in which the competition authority finds it optimal to commit to forego the option of ex post review in order to avoid chilling ex ante socially beneficial mergers. On the other hand, the case for ex post review is strengthened if post-merger market conducts can signal the merged firm's private information about the consequences of the merger.     

The impact of tariffs on profits in the United States and other major trading countries

Zusammenfassung Die Auswirkungen von Z?llen auf die Gewinne der Unternehmen in den Vereinigten Staaten und anderen gr?▾eren Handelsl?ndern. - In diesem Aufsatz wird das Michigan-Modell benutzt, um die Auswirkungen der Protektion auf die gesamten Gewinne und die Stückgewinne in den USA und anderen wichtigen Handelsnationen zu untersuchen. Es ergibt sich, da▾ die Protektion die Gewinne in den Exportsektoren st?rker verringert, als sie die Gewinne derjenigen Sektoren verbessert, die mit Importen konkurrieren. Allerdings bleiben die Gesamtgewinne aus der Kombination von exportorientierten und importsubstituierenden Unternehmen im allgemeinen von den bestehenden Z?llen unbeeinflu▾t. Au▾erdem finden die Gewinntransfers zwischen Exporteuren und importsubstituieren-den Unternehmen meistens innerhalb der gleichen Branche und nicht zwischen verschiedenen Branchen statt. Deshalb erh?hen allgemeine tarif?re Ma▾nahmen kaum die Gewinne von US-Industrien. Nur Tarife, die auf bestimmte Produktgruppen gerichtet sind, k?nnten derartige Wirkungen haben.

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Résumé L’effet des droits de douane sur les profits dans les Etats Unis et des autres pays principaux commer?ants. - Dans cet article le modèle Michigan de production mondiale et de commerce est appliqué pour analyser l’effet de la protection sur les profits totaux et par unité dans les Etats Unis et des autres pays principaux commer?ants. Les auteurs trouvent que la protection réduit les profits dans les secteurs exportatrices plus qu’elle stimule les profits dans les secteurs en concurrence avec les importations. Cependant, les profits totaux des entreprises exportatrices et en concurrence avec les importations ensemble ne sont pas affectés par des droits de douane existants. De plus, la majorité des transferts des profits entre les entreprises exportatrices et en concurrence avec les importations se passe dans la même industrie au lieu d’entre des industries. C’est pourquoi, il est conclu que des mesures générales tarifaires probablement n’augmentent pas les profits des industries des E.U. Ce ne sont que les droits de douane sur des groupes des biens spécifiques qui exercent un tel effet.

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Resumen El impacto de los aranceles sobre los beneficios en los Estados Unidos y otros países de importancia en el comercio international. - En este trabajo se utiliza el modelo de productión y comercio mundiales de Michigan para analizar el impacto de la protectión arancelaria sobre los beneficios totales y por unidad en los Estados Unidos y otros países de importancia en el comercio international. Los resultados indican que la protectión disminuye los beneficios en los sectores de exportatión y estimula los beneficios en las industrias que compiten con las importaciones, superando el primer efecto al segundo. Los beneficios totales de las empresas de exportatión y sustitución de importaciones juntas, empero, generalmente no son afectados por los aranceles existentes. Además, la mayor parte de la transferencia de beneficios entre exportadores y empresas de sustitución de importaciones tiene lugar dentro de la misma industria y no entre industrias diferentes. Por ello, medidas arancelarias de tipo general no son susceptibles de mejorar los beneficios de las industrias de los EE UU. Solamente aranceles que afecten a determinados grupos de productos podrían tener ese efecto.

     

An Event Option Pricing Model with Scheduled and Unscheduled Announcement Effects

There is considerable evidence supporting the time-varying distribution of asset returns. There is also ample evidence that scheduled announcement events such as money supply announcements (in the case of foreign exchange), earnings announcements (in the case of stocks), and crop reports (in the case of commodities), as well as random unscheduled events, can affect the level and volatility of asset returns. This study provides an Event Model for European call options which explicitly addresses effects of these two classes of events. This specification requires estimation of more parameters, but it could provide a more accurate basis for pricing options than previous Poisson jump-diffusion models. Parametric analysis shows that the standard models under price the options relative to the Event Model. The Event Model may be particularly useful in pricing short-term deep out-of-the-money options when scheduled events are present in the market.